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Airwallex is a regulated financial operating system serving over 676,000 businesses globally, including McLaren Racing, Qantas, SHEIN, and TikTok. The company operates as a backbone for global payments and cross-border financial infrastructure, with 85+ licenses and presence across North America, Europe, the Middle East, and Asia-Pacific.
The SME & Growth Business team focuses on empowering small and medium-sized enterprises to thrive in the global economy through tailored financial solutions. This Account Executive role is critical to UK market expansion, specifically converting partner-referred businesses into active accounts.
You will own the complete sales lifecycle for partner-referred leads, from qualification through closing and initial onboarding. Key responsibilities include developing deep product expertise across Airwallex's platform (multi-currency accounts, global transfers, corporate cards, treasury management), leading consultative discovery sessions to understand client pain points, and recommending tailored solutions. You'll act as the main point of contact for partners, nurturing referral relationships and collaborating with GTM Partner Managers. You'll also manage contracting and closing by working with legal, risk, compliance, and revenue operations teams, contribute to process improvements in the partner sales motion, and drive revenue target achievement through value-based selling.
The role operates in a hybrid environment with a minimum of 3 days per week in the London office.
REQUIREMENTS:
Minimum qualifications:
- 3+ years of B2B sales experience in fintech, commercial banking, or B2B SaaS
- Demonstrated experience selling financial solutions (cross-border FX, treasury, business banking, payments, or corporate cards) to SME customers
- Strong commercial and strategic instincts with a history of meeting or exceeding OKRs/KPIs in a consultative selling environment
- Proficiency with CRM platforms (e.g., Salesforce) and standard sales enablement technology
- Strong analytical, written, and verbal communication skills
- Bachelor's degree or equivalent professional experience
Preferred qualifications:
- Experience working directly with referral partners, ecosystem partners, or strategic alliances to drive sales pipeline
- Solid working understanding of API integrations
- Ability to manage complex pipelines and multi-stakeholder deals in a fast-paced environment
- Strong track record of cross-functional alignment with risk, legal, and onboarding teams
